Commercial system
B2B Sales for Chinese Manufacturers in Russia
We build your own channel to Russian buyers, from market segmentation and a company database to negotiations, contracts and regional expansion.
- Deals and contracts, not just advertising
- Customer data stays with the owner
- Channels are selected to fit the product and purchasing cycle
Objective
Sales start with the buyer, not the advertising dashboard
Russian B2B buyers compare ownership costs, documents, delivery times, service and the risk of choosing a supplier. Marketing, technical arguments and sales staff must therefore work within one funnel.
Reach is not our measure of responsibility. The system's purpose is to bring the factory into substantive negotiations and contracts.
What can go wrong
Why a strong Chinese product may fail to sell
The cause is often not product quality, but the wrong segment, an unclear offer and a lack of systematic work with purchasing teams.
Positioning translated word for word
The catalogue describes the factory but does not address the Russian buyer's needs.
A single sales channel
The factory depends entirely on a distributor, marketplace or one sales manager.
An opaque sales funnel
The owner sees expenses and promises but cannot see why deals are lost.
JINDAO responsibility
Your own commercial infrastructure in Russia
The sales channel is built around the product, customer segments and the actual purchasing process.
Demand and competitor analysis
Prices, offers, buyers, suppliers and unmet market needs.
Positioning
Arguments for the buyer, engineer, manager and finance director.
Target company database
Industry directories, competitors, registers, tenders, Yandex Maps and public sources.
B2B outreach
Cold and warm outreach, qualification, technical meetings and the next step.
Negotiations and contracts
Commercial proposals, objections, terms, pilot projects and transaction support.
Channels for scaling
Regional partners, dealers, direct sales and suitable marketplaces.
How the work is organised
From the market to a repeatable sales funnel
Every stage ends with a decision, an accountable owner and a control point.
Segmentation
We identify priority industries, companies and roles in the purchasing committee.
Validating the offer
We test the arguments in real conversations and adjust the terms.
Sales system
We define stages, KPIs, reporting, the database and rules for working with channels.
Sales funnel for a complex B2B product
How a contact becomes a commercial project
Each next step begins after the buyer's actual production need has been confirmed.
Prospecting
The enterprise, its production profile and the decision-maker.
Qualification
Product, materials, throughput, constraints and the current problem.
Technical meeting
The buyer, JINDAO, the factory engineer and an interpreter discuss the task.
Trial
Materials, drawing, video, samples and verified parameters.
Economics
Launch, delivery and ownership costs, and the expected benefit.
Proposal and contract
Configuration, import, installation, warranty, service and responsibility.
Complex equipment sales centre on technical results rather than mass distribution of a catalogue.
Operating system
Where buyers come from and how the offer is substantiated
The database, technical arguments and follow-up work are connected in one manageable system.
We start with the production task, not the catalogue
Before making contact, we study the company's production and formulate a specific reason for the discussion.
- Reaching the production director, process engineer or owner
- Clarifying the product, materials, number of layers and speed
- Identifying defects, manual operations and current process constraints
- Offering an initial technical assessment
- Agreeing the next step with the factory engineer
A qualified database instead of a mass list
For each company, we record products, equipment, roles, contacts and negotiation status.
- Registers of manufacturers and regulatory approvals
- Exhibition catalogues and industry associations
- Public and corporate procurement
- Suppliers of raw materials, components, packaging and services
- Job vacancies as a sign of production expansion
- Customers and partners of competing solutions
A trial reduces the buyer's risk
Without verification, a production line is perceived as a promise. A trial turns the offer into a verifiable project.
- The buyer's materials and product drawing
- Configuration selected by the factory engineer
- Recording speed, accuracy, waste and quality
- Trial video, samples and test report
- Translating results into clear economics
We translate the commercial logic, not just the language
A Russian buyer needs a use case, a complete configuration and a clear launch procedure.
- Russian presentation and model sheets
- Technical questionnaire for design and process engineers
- Description of installation, warranty, service and spare parts
- Russian subtitles and documentation
- Commercial proposal with the full cost of launching in Russia
A venue for negotiations, not just a stand
Exhibition results are prepared before opening and secured after the event.
- Before the exhibition — analyse participants and arrange meetings
- During the exhibition — demonstrations, parameter collection and negotiations
- After the exhibition — CRM, a personal email, a call and a technical meeting
Result for the owner
The factory controls its market, customers and the drivers of results
Not a list of completed tasks, but a business state the owner can verify.
- 01A target database of Russian buyers
- 02Clear positioning for each segment
- 03CRM and contact history under the owner's control
- 04Measurable stages from first contact to contract
- 05Multiple channels instead of dependence on one intermediary
Key distinction
Who really manages the Russian market
Distributor, agent or marketplace
- Works in its own commercial interests
- Shows only a limited part of customer data
- Does not build the factory's financial and legal system
- May stop working with the factory, taking the entire sales channel with it
The factory's own system
- The customer base belongs to the Russian operation
- Channels are compared using common KPIs
- Sales are linked to logistics, finance and contracts
- The owner sees the funnel and sets priorities
Engagement model
A marketplace is a channel, not a strategy
For standardised mass-produced goods, a marketplace can provide faster access to demand. For complex equipment, it is more often used as a showcase, data source or additional channel.
A clear product listing, reliable supply, service and manageable economics.
Technical qualification, negotiations and contractual terms are required.
Commissions, logistics, returns, advertising and working capital must be calculated in advance.
JINDAO does not sell this module as a one-off service. Scope, timing and fees are defined after the initial assessment.
Frequently asked questions
Before we start
Do you just set up advertising?
No. Advertising can be one tool. The main work is segmentation, a company database, outreach, negotiations and building a manageable funnel.
Can we work through a distributor?
Yes. The distributor is integrated as one channel, with KPIs, data-sharing rules and clear conditions for ending exclusivity.
Are marketplaces suitable for industrial goods?
Sometimes, as a showcase, source of demand or channel for standard items. The decision follows an assessment of the economics and the buying process.
Initial project assessment
We will assess who to sell your product to in Russia and how
We will identify priority segments, access channels and the first commercial actions.
We will ask 7–10 essential questions and explain whether we see a workable model.